From May 28th to May 2003, Chinese hospitals began to deploy DR photography products, and immediately began the process of replacing the analog X-ray photography equipment. At present, general hospitals in major cities and developed regions have been widely deployed. According to China According to data from the Medical Device Association and the China Medical Equipment Association, the annual sales volume of DR equipment in China was only 720 units in 2007. By 2012, the annual sales volume of DR equipment in China had grown to 7,000 units, and by 2015 it had grown to 12,800 units. The support for the hardware construction of medical institutions continues to increase. In 2017, the sales volume reached 16,000 units. By 2019, DR sales will exceed 20,000 units.
DR equipment is a grounded gas product, whether it is a large hospital or a basic hospital, it is a regular use of equipment, especially for basic medical institutions, it is a necessary, indispensable medical equipment. But the problem came out as The use of DR equipment with large coverage and high application rate at the grass-roots level not only requires investment, but also considers its maintenance and maintenance to ensure its safety and efficient operation.
DR is a fast-growing, large-capacity market. After-sales service is also a big market. It is also a big problem. Let's take a look at DR's after-sales service.
First, third-party aftermarket company
'Specialization in the field of labor' should be the best explanation for after-sales outsourcing. Vendors focus on R&D, production, and outsourcing after-sales service to professional companies. This not only brings more professional after-sales service, but also reduces post-sales costs. On the surface, this division of labor is very beautiful. But most of the after-sales outsourcing forms are mostly small companies that do not have the ability to provide good after-sales services before they outsource their after-sales services to reduce operating costs. However, after-sales outsourcing There are a variety of problems. Outsourcing engineers do not understand the difference in the format of the product and can not provide standard maintenance components, which will lead to low maintenance efficiency, which will result in low customer experience.
Of course, not all outsourcing is like this, there are also large manufacturers that are specifically authorized to sell to external companies after sales. Such a combination is tight and the natural problems are much smaller. But in terms of the DR industry, it can be combined very closely. The reason for this is that DR has a large number of product configurations, various parts and components, and no fixed standard parts. Therefore, outsourcing companies cannot provide high-efficiency, guaranteed after-sales services.
Second, Hospital Equipment Division
First of all, only hospitals above a certain level are equipped with equipment. In most of the top-three hospitals, the number of staff in the equipment department is generally around 10, as small as computers and printers, and as large as four-dimensional ultrasound, CT, linear accelerators, and digital The failure of the high-priced gastrointestinal apparatus and the contact for after-sales service of the complicated equipment with high prices are the activities of the equipment division. Calculated with a hospital with an equipment asset of around 500 million yuan, the average equipment size per equipment division personnel is over 50 million. Yuan, The number of equipment exceeds 1,000 units. Insufficient manpower, limited funds, technology is weak, time and benefits (Fix the same fault, professional company's accessories and tools are all available, only three days, and the hospital equipment section purchase When a series of processes from fittings to tool customization takes at least one month, 80% of the hospital's money can only be invested in 20% of the high-end, large-scale maintenance of medical equipment, while the remaining 80% of medical equipment is basically Without maintenance and maintenance, it is left unattended. 'Especially in small and medium-sized hospitals, medical equipment can't be maintained for a long time, it will increase the patient's surgical risk, and it will lead to 17% of medical accidents.
Third, the original sale
The after-sales service provided by the manufacturer is characterized by high technical support, high degree of specialization, strong reparability, and high stability of spare parts supply. People who know a little bit about the DR industry know that each component of the DR presents the characteristics of 'Millions of Nations'. It is the work of a considerable number of domestic manufacturers engaged in assembly and marketing. It also means that the company itself cannot develop and produce parts. Although it can provide after-sales services, it is basically a replacement of the entire parts, and the maintenance costs are high.
In other words, if manufacturers can achieve the self-production of components, not only can reduce the after-sales costs, but also to ensure their own professional after-sales capabilities. From the industry chain company's R & D capability in the DR core components, can basically see a company's Aftermarket capabilities.
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High voltage generator
detector
X-ray tube
computer system
Image system
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dynamic
Shimadzu
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Philips
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Siemens
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Lianying
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Anjian Technology
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Wan Dong
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Diving
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Blue Rhyme
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De Runte
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Neusoft
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Anko
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Bestar
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Minova
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Love
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Of course, it doesn't mean who can produce the core parts and who sells them well. This also depends on whether a company values the 'customer experience' and provides customers with good services. At the same time, we can also see that R&D capabilities can be improved. enterprise Product strength and after-sales service capabilities, and after-sales service is an important cornerstone for the company to increase market share and keep the industry afloat.
In recent years, medical instruments The collection and mining projects are increasing. It is gratifying for domestic brands to shine in it and to win the top spot. However, it is also important for the Jiang to be able to defend. It is very important to be able to provide stable and reliable after-sales services. Most of the projects are purchased for grass-roots medical institutions. One DR may be the most critical imaging diagnostic equipment for township hospitals. Once it fails, the inspection of the entire hospital will stagnate.
Imported medical devices give the impression that not only product quality Well, after-sales service is also guaranteed, but the after-sales service of imported brands is recognized as expensive. hospital Can't afford to spend, especially primary medical institutions.
In general, domestic equipment is promising in the domestic market, but providing quality after-sales services is essential.
